HuangHuahadwithhimadraftcommuniquéthatproducedimmediate
controversy.InbestMiddleKingdomtraditionitsuggestedthatNixonhad
solicitedtheinvitation.ThepurposewasstatedtobeadiscussionofTaiwanasa
preludetothenormalizationofrelations.Irejectedbothpropositions.
WewouldnotappearinPekingassupplicants.Wewouldnotcomeforthe
solepurposeofdiscussingTaiwanorevensimplytoseek“normalizationof
relations.”Therehadtobeareferencetootherissuesofcommonconcern.
HuangHua,inagesturewise,practical,andcharacteristic,suggestedthatweput
asidethedraftingandeachtelltheotherfranklywhathisneedswere.Clearly,
neithersidewantedtoappearthesupplicant;bothwantedapositiveoutcome;it
wasinnobody’sinteresttoimplythattheagendawouldbeone‐sided.Wespent
twohoursonthis.Iexplainedourconcernsofprincipleanddomestic
requirements;wewouldnotappearashavingsolicitedtheinvitation;Taiwan
couldnotbethesoleagendaitem.HuangHuapointedouttheshockingimpactof
theannouncementontheChinesemasses.Rarelyarenegotiationsthiscandid,
almostneverwithpotentialadversaries.Atabout1:40a.m.,HuangHuaproposed
athirty‐minuterecessinwhichtheywouldtrytoworkoutlanguagesuitableto
us,andlefttheroom.Wetookanotherwalkinthegroundsandreturnedtoawait
theirarrival;at3:00a.m.welearnedthattheyhadleftandwouldnotreturnuntil
9:00a.m.
Wereconvenedat9:40a.m.onSunday,July11,forthreeandahalfhours
beforetheunbreakabledeparturedeadline.HuangHuawasstilltheChinese
spokesman,continuingmyfirstexposure totheChinesenegotiatingstyle.AsI
havementionedbefore,othernegotiators,eagertoimpresssuperiorsorthe
public,sometimesusethe“salami” approach;theytrytoslicetheirconcessions
asthinlyaspossibleoveraslongaperiodoftimeaspossible.Thismethodconfers
anillusoryimpressionoftoughness. Sinceneithersidecanknowwhichsliceofthe
salamiisthefinalone,eachistemptedtowaitouttheprocessandthusprotract
itfurther.Inevitably, pressuregrowsforwhathasabsorbedsomuchtime,energy,
andcommitmenttosucceed;thiscaneasilycarrythenegotiatorbeyondprudent
limits.IpreferredbyfarthestyletheChineseemployedwithus,andtowhich
HuangHuaintroducedmethatmorning,whichistodetermineaswellaspossible
thenatureofareasonablesolution,getthereinonejump,andthensticktothat
position.WhereverpossibleIsoughttoadaptittothenegotiationsIlater
conducted—itwascastigatedasthetacticofthe“preemptiveconcession.”In